Viewing Posts for: Andy Neillie

March 7th, 2017

What Role Does Ethics Play in Selling?

The archetypal salesperson is a dinosaur. Whether the picture we have in our minds is Alec Baldwin’s character in “Glengarry Glen Ross” from 1992, Vin Diesel or Giovanni Ribisi in the 2000 movie “Boiler Room,” or just about any other film or TV show with salespeople. The easy stereotype to reinforce is that of an unethical con artist focused on making the sale no matter what it takes.

Unfortunately, there can be a kernel of truth to the stereotype, as headlines revealing scandals and unethical selling practices attest to. The mistrust of those in the selling profession has always been a challenge for salespeople, but now it is more elevated than ever. Simply put:

Buyers don’t want to buy from salespeople. They want to work with executives and consultants who understand their businesses. They don’t want a short-term fix; they want long-term solutions.

Today’s ultra-informed buyer is doing more research and due diligence ahead of time before ever contacting a salesperson. Sometimes, their research is not great research, but right or wrong, they’ve done their homework and think they know what’s what. Their preparation requires salespeople to come in as consultants if they want to be part of the decision-making process. Showing up with slick sales pitches won’t work anymore.

The cumulative impact of all these factors means that if a salesperson takes a shortcut, if there is even the appearance of impropriety, it impacts more than a single deal. » Continue Reading.

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